We've spent a fair amount of time recently on this blog talking about your best accounts... the ones you should be spending the most time with. One way to do so, we've suggested, is to fire your crappy accounts
The best salespeople know their accounts really well. Much of what they know (and keep learning) is stuff they've learned by speaking with executives and staff within the firm. But much of it not--because top sellers also make it their business to collect information from a wide variety of sources. And they thank their lucky stars that the Web has made it so much easier than it was in years past.
Here are five things you should know about your best accounts. How many of them do you know for each of those top accounts?
If you don't know these things about your best accounts, there's no time like the present to get to know them! Learn about the decision influencers (those people who aren't the decision maker, but are just as important) in this free download.